42 UNIV. OF N. H. AGR. EXPERIMENT STATION [Bulletin 222 



of ever keener competition, he must solve some of the difficulties that now 

 obtain. In the course of the personal calls on over 1,200 stores and 30(> 

 hotels, many problems were suggested by retailers and others, and it 

 would seem that a review of some of these would be in order here. 



1. Quality. Some of the retailers catering particularly to a special 

 market ship in certain vegetables, because the local products will not 

 satisfy this high-class trade. So while the figures may show that the pro- 

 ducer nearly supplies certain markets, there is, after all, a production 

 problem in getting high quality products to certain stores. The skilled 

 gardener grows more than the trade actually needs and sells only that 

 which will look attractive. 



The attractiveness of the products, however, is not entirely in the hands 

 of the farmer. In visiting the 1,200 stores the investigators noted great 

 differences in the display of vegetables. In some cases stores had featured 

 vegetables, and people purchased these commodities because the methods 

 of display made them look appetizing. On the other hand, there is a 

 demand, especially at certain seasons, for low quality products, such as 

 storage eggs, on account of low prices. 



2. Quantity. The retailer is primarily concerned with selling, and feels 

 that his main energy should be spent in working out merchandising meth- 

 ods. He does not have the time to deal with a large number of very 

 small farmers who bring in small amounts of vegetables. He frequently 

 states that the cost of buying under these conditions is too high. If he 

 needs something, he can order from one source and know that it will be 

 delivered. 



If the local producer wishes to sell to the larger stores he must produce 

 in sufficient quantities to really establish and hold the market. The 

 retailer sometimes ships in products because he has less trouble with his 

 trade when he has uniform (juality products over a period of time. If he 

 should have some especially fine local products one day and a poor quality 

 the next day, his trade would be dissatisfied. Many of the retailers 

 discouraged the production of vegetables in small units on this account. 

 With each producer marketing only small amounts it is difficult to ship 

 to other markets in case of oversupply on the local market. 



Systematic Marketing 



Many retailers claimed that they were not always able to buy local 

 supplies to meet the demand because farmers were unwilling to market 

 regularly. Of course, if the farmer prefers not to sell potatoes this week 

 the retailer must get them elsewhere, and if the retailer ships in potatoes 

 this week there may be a surplus later in the season. When production 

 and consumption are in a delicate balance the shipping in of a few carloads 

 may cause all local potatoes to be marketed at a lower price. 



The systematic marketing of farm products brings up the whole ques- 

 tion of storage of products either on farms or in public storage houses. 

 Certain crops by special storage methods can be held for special n\arkets. 

 Celery can, no doubt, be stored for the holiday trade. Many of these 

 questions will have to be worked out if we are to supply more of our own 

 market. According to other retailers, the local products are not well 

 distributed as to harvest time. This situation could be helped somewhat 

 by more care on the part of farmers to make several plantings. 



